Mend.io - Regional Sales Manager
Requirements
• This role is fundamentally for a builder, someone who creates pipeline, drives urgency, and thrives in ambiguity. You'll be expected to operate with high autonomy, help refine the go-to-market motion through customer feedback, and become a trusted advisor to engineering and security leaders navigating AI adoption. • There's already strong momentum behind the business: an established security platform, deep technical leadership, an active marketing engine, and a rapidly emerging market need. • This is a high-impact role for a seller who wants to help build a category, not just carry a quota. • A genuine hunter's mentality - a highly proactive, outbound-oriented seller with a demonstrated ability to generate pipeline independently • The ability to quickly develop deep credibility in AI security, AI-driven software development workflows, and secure software delivery practices • 5–10+ years of SaaS sales experience with a consistent track record of net-new logo acquisition and exceeding quota • Experience selling security, DevSecOps, developer tooling, application security, cloud security, or adjacent technical products into engineering and security organizations • Strong executive presence with the ability to sell effectively to both technical stakeholders (DevSecOps, engineering leadership, security teams) and economic buyers (CISO, CTO, VP Engineering) • Success operating in early-stage or high-growth environments with high autonomy and low process overhead • Strong business judgment, curiosity, and comfort navigating an evolving market category • Disciplined pipeline management, forecasting accuracy, and clean CRM hygiene in Salesforce • What Success Looks Like • Success in this role means consistently creating qualified pipeline, winning net-new enterprise logos, and becoming a trusted voice in the AI security conversation across engineering and security leadership teams. • You’ll help define how enterprises secure AI-driven software development — while helping shape the category, the customer conversation, and the future growth of Mend AI. • At Mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.
Responsibilities
• Own the pipeline: Build and grow a portfolio of net-new mid-market and enterprise accounts through outbound prospecting, inbound conversion, events, conferences, and partner channels - treating inbound as one channel among many while maintaining an outbound-first, self-generated pipeline discipline • Own the pipeline: • Run the full cycle: Own every stage of the deal process - outreach, discovery, technical validation, business case development, negotiation, and close • Run the full cycle: • Educate the market: Run consultative discovery conversations around AI risk, AI-generated code, governance, compliance, and secure AI adoption • Educate the market: • Shape the product and GTM motion: Bring field insights directly back to Product, Marketing, and Leadership to help refine messaging, roadmap, and go-to-market strategy • Shape the product and GTM motion: • Partner cross-functionally: Work closely with Sales Engineering, Customer Success, Product, and Leadership to move strategic opportunities forward • Partner cross-functionally: • Represent Mend AI externally: Be a visible presence at security conferences, executive meetings, webinars, customer roundtables, and across the partner ecosystem • Represent Mend AI externally:
Benefits
• We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security. • We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need! • AI is fundamentally changing how software is created , accelerating development velocity while introducing an entirely new security problem set. • Organizations are rapidly adopting AI-powered development workflows, autonomous coding tools, and internal AI applications faster than security teams can govern them. The result is a growing gap between innovation and control: insecure AI-generated code, unmanaged AI usage, data exposure risks, compliance concerns, and a rapidly expanding attack surface across the software development lifecycle. • Mend AI helps organizations secure AI-driven software development and adopt AI safely at enterprise scale. • This is a market being defined in real time. The companies that win it will combine technical credibility, urgency, and execution , this role sits directly at the center of that opportunity. • This is a true ground-floor role for a high-performing seller who wants to help build a category, not just carry a quota. • Mend AI is your product, your pitch, and your entry point into every account.You'll own the entire sales motion from first touch to close - building pipeline through outbound prospecting, events, partnerships, and inbound opportunities, while working closely with Sales Engineering, Product, and Customer Success to win strategic accounts. This is a dedicated hunting role focused on net-new logos - expansion within existing customers is owned by our broader sales organization today, which keeps you free to do what you do best.This is a global role with responsibility across both North America and EMEA markets. The ideal candidate is comfortable operating across regions, engaging with international customers, and managing opportunities in a global sales environment. • This role is fundamentally for a builder, someone who creates pipeline, drives urgency, and thrives in ambiguity. You'll be expected to operate with high autonomy, help refine the go-to-market motion through customer feedback, and become a trusted advisor to engineering and security leaders navigating AI adoption. • There's already strong momentum behind the business: an established security platform, deep technical leadership, an active marketing engine, and a rapidly emerging market need. • This is a high-impact role for a seller who wants to help build a category, not just carry a quota.
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